Data-driven sales training | Your path to sales predictable sales growth Every single sales audit starts of with the same two questions Where are your sales now? Where would you like them to be? Then we get to work using the first part of the Morton Kyle S.A.V.E.R. framework where we run an audit on…
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Most sales leaders claim their business has a unique selling proposition. But if you asked every rep on the team to explain it in thirty seconds or less, what would you hear? If that’s the case, you don’t have a unique selling proposition. You have a slogan. Slogans don’t win business. USP’s do! Do You…
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Growing a sales team isn’t always the silver bullet leaders think it is. If you’re a CEO, CRO, Sales Director, or Sales Leader under pressure to deliver results, the instinct might be to hire more salespeople and hope the revenue graph points up. But here’s the harsh truth: if your current sales team isn’t already…
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And how to close the gap in your own sales function, and build your own high performance sales team. In B2B sales, high performance sales teams will consistently outpace an “average but busy” sales function – in revenue, profit, deal size, and speed to close. And here’s the truth most leaders miss: the difference isn’t…
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The Sales Improvement Workshop – using the S.A.V.E.R sales growth framework covers – increasing sales revenue, margin and conversion rates. Designed to elevate sales performance, support long term sales transformation. and deliver sustainable sales success to every sales team
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Sales Leader used to mean managing the the sales team, now that’s changed. In demand Sales Leaders are Sales Improvement Trouble Shooters – driving growth, sales transformation with a strong RevOps focus. Data driven sales improvement leaders will own the sales management space over the next
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The B2B Sales Improvement Digest – free subscription – for Sales Leaders, CRO, RevOps, CEO, Sales Director – get the best digest of proven sales improvement methods you can start using today
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Sales Audit is your first step to gaining control of your sales function. It’s the building block of any sales improvement effort, and the basis for unlocking your businesses full sales potential
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Free sales training needs analysis when you book your sales training course with Morton Kyle Limited, as part of our Sales Improvement Workshop Sales training budgets are not infinite – every investment in sales training needs a high pay-back. That’s why all of our sales training courses come with a free sales training needs analysis….
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Here are 10 sales playbook trends that are gaining traction and generating discussion at the moment. Gartner predicts that this year over 60% of b2b sales teams will be adopting data driven and data sales process….the question is, will you be doing the same? If you’re new to the world of sales playbooks and how…
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B2B sales is way to competitive for you to wing it! Every marginal advantage you have can make a significant difference to your sales performance. If you’re a sales leader / CEO steering a growing business, the question isn’t just about hitting this quarter’s numbers. this quarter. It’s about hitting those sales targets EVERY quarter….
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Improving sales results like revenue, margin average order value, conversion rates, sales cycle duration are easier than you think. What stops most sales teams from achieving the sales results they deserve is that they don’t have a system for tracking these sales metrics in a way that drives sales transformation. That changes today – book a call to discuss
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Lack of visibility is the number one silent killer of sales success. Without real time insights into your sales function then you are flying blind…unprepared and uninformed. But…what if you could: Forecast revenue with precision? Identify bottlenecks before they impact your bottom line? Increase accountability across your sales team? A sales tracker makes it possible….
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If winning new business, hitting revenue targets, increasing margin, or expanding your customer base is part of your job — business development coaching could be your next strategic advantage. It doesn’t matter whether you’re a sales rep, team leader, manager, or CEO — the challenges of driving performance, managing uncertainty, and consistently growing revenue affect…
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Every sales rep loves sitting sales pitches with decision makers – yet few sales reps want to pick up the phone and book the appointment – now they don’t have to! Sales Build | New Business Explosive Growth | Fill your sales diary with high quality, well qualified, senior decision maker sales appointments – new business sales opportunities on demand, delivered daily to your sales team.
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Getting a great sales referral or a sales introduction is a consolation prize when you don’t get the deal and the icing on the cake when you do! The skill is to be alert for, open to, and conscious of building your sales referral network at every opportunity.
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Sales Value Propositions that fit directly into the absolute needs of your prospective buyer are the key to unlocking a high sales conversion rate and hitting sales quotas. The fastest way to build a Sales Value Proposition for ANY buyer is to use Consultative Selling as the sales method and framework. It’s customer centric, sales question driven and designed to help the sales person perform a full sales diagnostic before writing the sales prescription /sales quote
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Join us and discover how high performance sales teams systematically achieve revenue and profit margin targets! Discover the sales habits that dramatically improve the long term revenue trajectory of a sales rep….and the business. This is what struggling sales teams use to catch up on lagging sales revenue and margin targets…and now you you. Start…
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Sales Strategy to build the sales function to deliver the sales results to match your sales ambitions. And to continuously drive sales improvement, sales efficiency and sales effectiveness
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Sales training that focuses on helping sales teams and sales leaders get the sales results they deserve. Too often we see sales teams that are doing everything right for 90% of the time, yet that missing 10% can see them drop sales they should be winning, leaving cash on the table, and making it easy…
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Building a strong commercial presence as an academic organisation is not without it’s challenges. Whether your Business Development team are selling Apprentice Schemes, Work Programs or Full Cost Training, the space is saturated, competitive and complex. That’s why, at Morton Kyle, we’ve designed a business development and sales growth program that cuts through the noise…
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Sales consulting from Morton Kyle is more than just a service; it’s a strategic partnership aimed at improving every facet of your sales process without the drag of a big change management program, employee resistance and huge spend! Without these crippling limiting factors, it’s possible to significantly boost your revenue, sharpen your team’s performance, and…
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Sales Results – everyone looks at them, everyone has an opinion, and everyone wants the upwards swing! But, in reality, sales results can be just like April weather in the UK… You know what you’d like, and what seems reasonable, but that doesn’t mean t you won’t get all 4 seasons in one afternoon! So…
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These B2B sales qualification and sales discovery questions will help you close as more sales – often increasing your sales close rate by as much as 27% Why? Asking great B2B sales questions is the key to success in selling. Get that right and you’re half way there because The quality of your sales qualification…
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Mention ‘sales improvement’ in any B2B sales environment and the room splits in two – one group who know exactly what to do, and the second group who wonder just where to start. This article speaks to both, and in the words of Abraham Lincoln “Give me six hours to chop down a tree and…
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Regular Sales Meetings Makes A Difference! Running effective sales meetings isn’t just a best practice; it has a proven impact on sales performance and team dynamics. Check out these compelling statistics… Increased Sales Performance: According to a study by HubSpot, sales teams that have regular sales meetings outperform their peers by 25% in terms of…
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Results and process driven Interim Sales Director and Fractional Sales Support to B2B sales teams. Helping Sales Leaders, CRO, RevOps and CEOs unlock sales revenue, margin and conversion – done with you / done for you solutions available. Book a call to discuss.
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Direct Sales Training to build additional revenue and margins, new sales habits, attitudes, mindsets and daily sales activities. New business development in a full sales cycle from sales prospecting, sales questioning and qualification, as well as pricing, proposal writing and closing
Continue ReadingAs a Sales Trainer, I am always results focused…so are my clients. I help you find and fix sales leaks in your sales process. Identifying unconverted orders, sales revenue and margin that would otherwise leak out of your business undetected. My clients come to me with sales challenges that need attention. Maybe they don’t have…
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This is the closes you will get to zero cost selling. Cross selling to your current customers – and new prospects – increases your average order value, increases customer loyalty and maximises your sales margin. That could be an extra 6 figures on your monthly sales revenue – time to take a deeper look?
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Field Sales is an expensive function to run, typically the most expensive to recruit/hire, dealing with prospects at the final stages of the sales process means that any sales loss at this stage is doubly expensive…so it makes sense to get the most from any field sales training you do. Here’s how…
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What’s Your Value Proposition? Your Value Proposition is what makes you untouchable in a crowded and competitive market. Build Your value proposition so that it makes you competitors cry. Build your value proposition because it makes it easier for your prospects to say spot you. It makes it easier for your prospect to say yes!…
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What is a Sales Pipeline Audit? There are many types of sales audit, typically it’s a process you go through to empirically and fundamentally understand why you are getting the sales results you are, and what you can do to make them better. It’s a sales analysis that runs the whole length of the sales…
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Sales bonus schemes can cause some heated discussions, that’s for sure. Get it right and it’s a joy. Get it wrong and you risk upsetting the team and accused of ‘changing the goalposts’ Earlier this week I had a half day session with a business owner to review the bonus and reward structure for the…
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Fixed Price Sales Training – Fill Your Sales Diary with High Quality, Well Qualified Sales Appointments. Every single diary slot that remains empty is an opportunity to sell that’s been lost forever. It need not be that way for you.
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Optimising sales performance using the MEDDIC sales process is a safe bet for any sales leadership teams striving to improve their sales performance. Plus, the right sales qualification process is pivotal for optimising sales conversions, maximising revenue growth and sales pipeline reporting. We’ve discussed BANT as an in-call sales qualification process already and you can…
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Take Your Dream Client List | Prospect Like a Pro! | Fill Your Diary with Qualified Sales Meetings! Sales appointment setting is where the magic starts….and this Appointment Setting Training gives you a steady flow of high quality, senior buyers, qualified and booked, into your sales diary every single week. This SALES APPOINTMENT SETTING TRAINING…
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Software sales training courses and SaaS sales training specifically designed for Tech and SaaS sales professionals who want to move the prospect seamlessly from Cold to Sold AND avoid some of the most common sales pitfalls that will cripple all sales efforts at some point. So, whether you’re suffering from prospects ghosting you, not being…
Continue ReadingB2B sales coaching is for you if you’re seeking growth in a B2B sales environment. You’ll find working with your own personal B2B Sales Coach most useful for unlocking your sales potential, removing sales blockers, providing clarity, accountability and focus. Whether you’re looking for your next promotion, unblocking a sales challenge, or stepping into a…
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How your sales reps construct their pitch matters. Not just in terms of how they convert, what they bill, how they close or how many meetings they book…that’s not the half of it. Selling today, more than ever, is about the buyer experience! You might have the best product, service, case studies and insights in…
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The Morton Kyle SaaS sales training delivers the skills, insight and confidence to combat the most critical sales challenges in the Software as a Service (SaaS) space, categorically one of the most competitive fields to be in at the moment. Growth is everything! VC, investors and owners all want to make back their money, deliver…
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B2B sales training, UK based, onsite delivery, using modern sales training methods that move the needle on the most critical sales metrics. Those sales metrics that mean the most to the Leadership Tea, the Board, Banks, Investors and Equity Teams. Put simply, we use proven sales improvement methods and training solutions that help sales teams…
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The rules of predictable sales performance science will save you being caught out. Giving you sight and full control of the sales results your sales function deliver.
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Basic B2B sales training courses are not just for people who are new to sales and business development. Sometimes, especially when sales results are less than ideal, it’s useful to go back to first principles and review current practices, update those sales skills for the modern buyer, revitalising the sales team and their sales pitch….
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Sales Conversion Rates Lots of sales leaders and sales people monitor their sales conversion rates since it’s a good top line indicator in terms of converting the ‘potential opportunity’ to the ‘actual order’. It’s asset utilisation at the starting point for sales – whether that’s a marketing campaign, a cold outreach, event attendee or an…
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Bespoke B2B Sales Training |The Sales Improvement Workshop | Sales Consultancy | Sales Coaching | Sales Audit | Sales Turnaround | Sales Build When you want more sales, higher conversions, additional revenue and higher margins…but just don’t know where to start – talk to us, we’re Morton Kyle, one of the Leading Sales Improvement and Sales Training Companies, UK based…
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Your sales and business development system should be so simple that it’s easy to see where it’s not working as it should. That means any fix is easy and fast. Over complicated sales, marketing and business development pathways rarely get the sales results they should. Find out why here
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Sales Manager vs Transformational Sales Manager? I’ve always had a tonne of appreciation for a good Sales Manager, they are rare and often under-rated. A good Sales Manager juggles the commercial tension from above, whilst satisfying the needs of the sales team. Tirelessly stuck in the middle, trying to broker the best outcomes for both….
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Explore the best sales books on this essential reading list for modern cold callers… Discover the top 15 books that can transform your sales game, from timeless classics to contemporary must-reads.
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In the world of sales, objections are opportunities in disguise. High-performance sales teams excel at turning objections into sales. Explore our guide to objection handling and supercharge your sales success. Ready to elevate your sales game? Book a call today!
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Your organisation operates in a competitive space, so optimising your sales process is essential for growth. Dive into our comprehensive guide, as we walk you through the 21 crucial stages of a sales improvement audit. Learn how to identify bottlenecks, uncover hidden opportunities, maintain sales optimisation and boost your sales performance
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Sales leaders, are you ready to supercharge your sales pipeline management? In this comprehensive blog post, we’ve compiled a list of 30 essential questions that every sales leader should ask their sales representatives. By probing into various aspects of the sales process, you can gain valuable insights, identify bottlenecks, and foster a culture of continuous improvement. Let’s dive in and explore how these questions can help you optimize your sales pipeline and drive exceptional results.
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Improvements in sales results and sales growth can be huge under the right circumstances. More often they are incremental and hard fought for. Some sales improvement strategies can only be judged – win or fail – post event…that’s what I want to share here…. The choice – sales training vs sales coaching in high performance…
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I wanted to share this Sales Leader’s Checklist because it’s one of the foundations of our Sales Leadership and Management Program and part of S.A.V.E.R Sales Growth Engine – and it always get’s rave reviews….so here you are! You don’t need anyone to tell you the role of a sales leader comes with unique responsibilities…
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Is looking at Sales Improvement Strategies at the top of your leadership agenda this year? Recent research states that the primary concern of CEOs today is the stability of their revenue streams. This suggests stability over growth. This is telling in itself. No competitive organisation should be aiming for stability in a competitive space. It…
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Sales performance analysis is crucial to an organisation for several reasons. It provides valuable insights and data-driven decision-making capabilities that can significantly impact the success of a company, and it improves agility to any changemes or movements before they become trends. Sales Performance Analysis | What to Measure? What gets measured gets managed! We’ve all…
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Building your competitive selling strategy a critical first step in improving sales performance, but…. Too often it’s over complicated, knee jerk and identical to competitors…and when that happens Then so starts the race to the bottom! So, why do so many teams get wrong? Why don’t sales results reflect ambitions? Why is every month a…
Continue ReadingSales prospecting over the last 4 years has become increasingly tough Connecting with decision makers is the number one sales frustration with many sales teams. That is a proven fact. Some people will hide behind their email. Others won’t picks up calls from telephone numbers they don’t recognise. But whilst all the gurus out there…
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Selecting your sales metrics, your sales key performance indicators (KPI), can make a big difference in how your sales team perform, how they thrive and how they build efficiency and effectiveness into their every day sales activities, habits and sales mindset. This is especially useful in any sales improvement or sales turnaround situation, but also critical around any sales training intervention or coaching situation. If you’re not actively managing the critical sales metrics – how will you know what you’re doing is working, and what to do to make it work better?
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Sales Audit Benefits – Conduct a sales audit to help your organisation boost sales, increase transparency around sales results and introduce a culture of Continuous Sales Improvement as well as increasing the range of the senior leadership skills
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